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Channel Account Manager, MSP
Absolute SecurityUnited States, United Statesfull_timeVerifiedPosted 16 Jan 2025
About the role
The Channel Account Manager (‘CAM’) will be focused on engaging existing MSP partners to maintain and expand license revenue. The CAM will become an Absolute subject matter expert that can skillfully communicate the Absolute Story and provide insightful product overviews, explain the value proposition of new features and cross sell/up sell additional Absolute products. Working closely with the Absolute MSP team, the CAM will directly engage partners, identify individual partner needs, and guide them through assessment of additional Absolute products with a goal of helping customers unlock Absolute’s full potential within their own organizations. This role reports to the Vice President of Managed Service Providers. Responsibilities:
You’re resilient and passionate about secur
- Become an Absolute subject matter expert
- Deliver the value of Absolute, compelling use cases, and relevant industry knowledge to partners
- Deliver captivating and in-depth product overviews and demos
- Manage customer enablement by doing the following:
- Drive Renewals of Absolute solutions for previously ‘sold’ accounts
- Provide customers relevant education content within the Absolute Learning Hub
- Elevate technical issues to Absolute’s Activation, PS or Technical Support teams to meet customer needs
- Deliver value driven engagements around product
- Develop relationships and evangelize Absolute solutions within MSP Partner field sales organizations (RSD, Director, Executive Director and VP level)
- Collaborate with Absolute Customer Success team to drive Renewals of Absolute solutions for previously ‘sold’ accounts
- Provide pre-sales assistance to Absolute MSP Partners via phone, e-mail and/or in person, responding to sales requests and/or inquiries in a timely manner
- Prepare and communicate weekly, monthly partner status reports, including weekly pipeline reports and sales engagement status
- Achieve channel sales and revenue goals by ensuring channel programs are operating efficiently and maximizing their effectiveness
- Continually drive program improvement based on input from field and inside sales teams and knowledge of other industry channel programs
- Assist the Absolute MSP team in optimizing sales closure during EOQ activities
- Protect the security and privacy of Absolute and its customers
- North America Travel required (approx. 20%)
- Ability to take on, and manage, projects based on requirements of Absolute’s developing business requirements
- Proven history of being able to work independently and with cross-functional teams to achieve company and departmental objectives
- Strong communication and interpersonal skills
- Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results
- Strong understanding of cybersecurity market trends, customer needs, and competitive landscape
- Strong written and verbal communication skills.
- Ability to present to all audiences, build relationships and negotiate effectively
- Attention to detail and the ability to follow-through are essential
- Experience in IT Security and/or Managed Service Provider business
- Knowledge of general IT practices and/or endpoint security, such as anti-virus, encryption, DLP, etc.
- Ability to build and maintain customer relationships
- Knowledge of Salesforce
- Bachelor's degree in business, marketing, or a related field or equivalent experience
You’re resilient and passionate about secur
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